For a lot of products working with a local sales agent or with a dedicated sales representative can be a good solution.
Especially if you have a customized product or service, or you want to work with a number of resellers in the country, an agent can be the one connecting these parties to your organization abroad.
Agents can be individuals, but I often recommend to work with established companies who already have a good network and where you are not dependent on just one person.
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India, located in South Asia, is the world’s second-most populous country, with a population exceeding 1.3 billion as of 2023. Known for its rich cultural diversity, historical heritage, and vast geography, India plays a significant role in global affairs.
The Indian economy, with a GDP per capita of around $2,100 USD in 2023, is characterized by a mix of agriculture, manufacturing, and services. Agriculture remains a key sector, supporting a large portion of the population. The service sector, particularly IT and software services, has seen rapid growth and global integration. Manufacturing is also expanding, with initiatives like ‘Make in India’ promoting industrial development.
In Indian business culture, the head of the organisation gives all the explicit instructions and team follows it without complaints. India is a male dominated society and women should be ready for personal questions too. Business in India is based on trust. They value personal networks and close ties.
If you don’t want to work with agents, you can always set up a local office yourself or try to sell your product from abroad. This all depends on the product or service and the ease to reach the right buyers. Be careful with the contracts that you close with agents. In many countries their status is well protected and you can’t take their recurring income easily away from them.
I always put a lot of emphasis on drafting a good distributor pitch. Even if you already have great sales materials for your end-users, this often does not make clear what the benefits are for a potential agent, distributor or retailer to work with you.
When you approach potential sales channels with your standard documentation, chances are high that they are holding of. If you make it crystal clear what are the benefits for them, like in the example presentation, you will get a much higher response rate.
Please note that it helps to put concrete data in your presentation. You may think it is sensitive, but just know the secret is in how you achieve the rotation or the low returns level, not in the data itself. So share it here, in order to get the right attention.
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